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15 Questions that Win New Customers “#4: What can you tell me about your priorities? #13 How will the funding for the project be justified? When you’re having a conversation (or series of conversations) with a potential customer, work these questions into the dialogue. Once you’ve gotten answers, you’ll know exactly what you must do to turn the prospect into a customer.” How to Make a Meaningful Conversation? “Pause a moment to consider what you heard and have echoed back. Respond with a statement, story, or question that adds to the conversation and moves it closer to its point and…
Last time, we talked about how to choose the right sales mapping app and solve the “Traveling Salesman Problem”. Today, let’s talk about how to leverage your mapping software and enable your outside sales force to excel at what they do best - selling! Integrate it into the weekly sales team call. Many sales teams use software like CRM and SFA systems to help organize and streamline their efforts, and mapping software can be another valuable tool. Most of a field sales force’s activity happens while they are moving around, and the time they spend driving around is not productive time…
Most outside salespeople wake up in the morning with only a rough idea of how to make best use of their day. They have several customers they would like to visit, and perhaps some others along the way they do not know about, but may not have a good schedule planned out. This shortcoming ending up in either backtracking or simply running out of time. The fundamental lack of sales route planning leads to missed customer visits and lost opportunities. This problem has long been studied by mathematicians who know it as the “traveling salesman” problem. The problem calls…
There is a lot of talk about mobile customer relationship management (CRM) becoming a big trend in 2013. It is already a dominant trend in some industries such as pharmaceuticals . However, there is no consensus on what “mobile CRM” means. Is it simply giving the user all of the CRM functionality on their phone or tablet that they have on their laptop? That seems like a lot of information to digest on a pretty small screen. And it’s a lot of functionality to sift through to find the few features that you rarely use when you’re out of…
From airplanes to astronaut ice cream, there is a long history of the government developing a technology that later becomes adapted to civilian or commercial use. I remember using a location-based services app ten years ago when I was moving through the Iraqi desert in a tank. That’s right, the government was the first adopter of the type of technology that Badger now offers to business customers. The system was called FBCB2 (short for “Force-Twenty-One Battle Command Brigade and Below” – geez the Army comes up with some doozies for acronyms). In fact, that’s me right there using FBCB2: The system was designed…
